Exam III Flashcards
Commitment:
Ex: Horse Betting
-Participants betting on horses
Dv: Confidence level
Cons:
1) Asked people before they placed the bet
2) Asked people after they placed the bet
Results: Betters in the post bet were more confident
Conclusion: They already made the decision/commitment, wanted to believe that they made the right choice.
Commitment:
Ex: Beach Thief
- Confederate left their stuff at the beach unattended
- Another confederate comes and steals stuff
Cons:
1) Asked people nearby to watch stuff (they agreed)
2) Did not ask people to watch stuff (control)
Results: Experimental group took more action against thief because they had made a commitment to watch their things
Commitment:
Ex: Meditation Class
- People attended class for help in their lives
- A friend of researcher makes key points as to why the class is flawed
Results: People still signed up because they felt like they had no other options, so they wanted to commit to it
Foot in the door technique
- Ask individuals to do a small favor and then ask them for a bigger
- People affected by this technique actually see themselves as more agreeable people
WORKS BC PPL WANT TO B CONSISTENT
Foot in the door:
Ex: Would you allow researchers to come in your house and go through all your cleaning products
Cons:
1) Control: Did not contact before asking that question
2) Agree only con: Agreed to answer survey questions (didn’t actually do it)
3) Performance con: Asked previous smaller request 3 days prior to larger request, they did survey questions
4) Familiarization con: Contacts person twice, first to introduce self and then makes large request
Results: Performance group did the big request most often . This group was much more committed to helping because of the previous commitment that they made
Foot in the door:
Similar issue vs Similar task (which smaller request works best to get ppl to agree to bigger request)
Ex: Put Ugly “drive safely” sign in your yard
Cons:
1) Control: Only asked participants the big request (sign in yard)
2) Similar issue and task: Small sign for safe driving
3) Similar task, diff issue: Small sign for keep CA beautiful
4) Diff task, Similar issue: Petition for safe driving
5) Diff task, diff issue: Petition for keep CA beautiful
Results: Best was similar task and similar issue
-Doesn’t matter is second request has a diff task or issue, people will agree bc they agreed earlier (committed)
Commitment strategies are more effective is they are
1) Active: People actually have to do something
2) Public: Other people know about it
3) Effortful: Want our efforts to be valuable and worthwhile
4) Freely chosen: When forced to do things we don’t take it as something important to us
-Also if written down you are more likely to commit to it
Commitment (effortful):
Ex: Aids education project , asked students if they will participate
Cons:
1) “Please check this box if you will participate”
2) “Please check this box if you wont participate”
Results: People who got card has to send card back, hence putting more effort in, so more of them went
Justification:
Ex: Initiation to group and discussion
Dv: Rating of discussion and members
Cons:
1) Severe initiation
2) Mild initiation
3) Control initiation
Results: Crazy/dangerous actions (hazing) are effective because you would never see yourself doing it, so you have to justify it
Minimal pressure:
Compliance
Identification
Internalization
-Does action to/bc
Compliance: Avoids punishment/get rewards
Identification: Someone they admire does it
Internalization: Well researched, thought out choice
-w/ minimal pressure, people are more likely to follow through
Reactance:
Ex: Toys in room, toy robot
-Told kids that they couldn’t play w robot then left the room
Cons:
1) Severe “Cannot play w robot”
2) Mild “Cannot play w robot”
Results: No kids played w robot
Follow up 6 week later: Diff researcher, told kids they could play w whatever toy they wanted. Severe group kids played w the robot more than the mild group kids
Conclusion: Reactance (Freedom being taken away in severe condition) so they want to play w it more
Lowballing
- Advertise something for a low price that entices the buyer, after commit to it, sales person hikes up the price w other options
- Hard to walk away because you already committed to the deal
***WORKS BC PPL WANT TO B CONSISTENT
Lowballing
Ex: College students participating in research study
Cons:
1) Good price, commit bad price
2) Lowballing group: Neutral offer, commit unpleasant offer (Study at 7am)
3) Control: Unpleasant offer
Results: Lowballing group showed up more because made prior commitment
Lowballing:
Ex: Energy Usage
Same people:
1) Initial usage
2) Received info
3) After told of publicity
4) After told no publicity
Results: Constant decrease of energy usage
Conclusion: Continue decreasing usage because it makes them feel good, continue to conserve bc they already made a committment to conserving
Justification:
Ex: Gives same vitamin to participant and partner confederate
Cons:
1) Confederate euphoric, side effects described
2) Confederate euphoric, did not expect side effects
3) Confederate angry, side effects described
4) Confederate angry, did not expect side effects
Results: People who didn’t expect side effects conformed to their partners reaction, bc they had justification to do so
Festinger’s Theory of Cognitive Dissonance
- People are uncomfortable when they are faced w being inconsistent
- Attitudes and behaviors don’t line up
- Want to feel better and relieve discomfort (w justification)
Self-Categorization of Smokers who smokers who 1.5 packs a day
- 60% labeled themselves moderate smokers
- 40% labeled themselves heavy smokers
Justification:
Ex: School Segregation
-View from the in favor position
Cons:
1) Argument opposed weak, argument in favor weak
2) Argument opposed weak, argument in favor strong
3) Argument opposed strong, argument in favor weak
4) Argument opposed strong, argument in favor strong
Results:
-Argument opposed strong, argument in favor weak (Gave ppl most dissonance bc farthest away from their perspective)
-Argument opposed weak, argument in favor strong (People remembered this the best bc it went along w what you believe)
Conclusion: Discomfort w opposing info, remember info that supports their side/opinion the best
Post-Decisional Dissonance Arousal
Post-Decisional Dissonance Reduction
Post-Decisional Dissonance Arousal:
- Worry that you made the wrong choice
- When you are faced w a big decision after you make it you feel uncomfortable feeling that you made the wrong choice
Post-Decisional Dissonance Reduction:
- Once the decision is firm (irrevocable) you will feel this
- Feeling better about the choice, emphasis the good in the choice and bad in alternative (Justification that you made the right decision)
Ex: Rate household appliances, found two appliances rated similarly then asked them to take home one and rerate items
- People chose item B
- Rating of item A went down after they chose item B bc they want to justify that they made the right choice of item B or item A
Ex: Rating of attractive potential date
Cons:
1) Low commitment (single)
2) High commitment (Relationship)
Results: High commitment (Relationship) rated potential date lower
Conclusion: High commitment feel post-decisional reduction
Ex: Percent who made donations to heart association
Cons:
1) Not given a pin beforehand of association (control)
2) Asked people to wear a lapel pin
Results: People who wore the pin were more likely to donate
Conclusion: Cognitive dissonance if they wore the pin and didn’t donate so to relieve it they donated
Dissonance effects are the strongest when..
1) Decision is irrevocable
2) When your attitude and behavior are consistent (when self-concept is involved)
3) Isn’t enough external justification for your behavior
4) The outcome is inevitable
5) Your actions have consequences
Dissonance effects are the strongest when (irrevocable)
Ex: Photography class, can keep one picture
DV: Rating of selected photo
Cons:
1) Cannot change pic, (Irrevocable)
2) Can change pic whenever
Results:
Group that could not change pic (irrevocable) rated the pic they selected higher than control
Conclusion: Experienced the most dissonance effects
Dissonance effects are the strongest when (your attitude and behavior are inconsistent; when self concept is involved)
Ex: Cheaters/noncheaters
Cons:
1) Cheated, small prize (Most dissonance, least justification)
2) Cheated, big prize
3) Did not cheat, small prize
4) Did not cheat, big prize (Most dissonance, least justification)
1) experiences dissonance bc they didn’t understand why they cheated for such a little reason/prize (attitudes/behavior didn’t line up) leads them to an attitude change that cheating is okay to justify their own actions
4) experience dissonance bc they felt like they may have made the wrong choice not to cheat bc it was such a good prize/good reason (attitudes/behavior didn’t line up) leads them to be strongly opposed to cheating to justify their own actions
- Other groups had big external justification for cheating or not cheating, unlike these groups